Three Frogs Sit On A Log

I have a question for you:?Three frogs sit on a log, and one decides to jump off. How many frogs are left?

If you answered two, you’re wrong, but don’t sweat it. Most people fall for it.

Here’s the thing: One frog?decided?to jump off the log, but that doesn’t mean he necessarily did anything about it. A decision is not the same thing as action.

Unfortunately, sellers often confuse it as such. And it’s one of the primary reasons they’re losing sales.

Deciding to become a millionaire is entirely different from actually doing what it takes to make it happen.

Watching so many sellers spend so much time and energy brainstorming, researching, preparing analysis and spreadsheets, and presenting solutions to prospective customers is interesting. But, in reality, ethically persuading buyers to take action—an action they will be glad they took—is an essential skill in closing sales. Without it, sellers are left with a fat pipeline and an empty bank account.

For most buyers, deciding to buy is the easy part. Taking action is the hard part, the uncomfortable part. But, it’s decision-making that gets most of the attention. A seller proclaims with great pride: “My prospect decided to buy from us.” But as you know, a decision to buy doesn’t always convert into a sale. On its own, a decision to buy only goes so far.

Think about it. How many times have you heard things like:

• I like what you presented. I want to purchase your offering. Call me next week
• I like the proposal you sent. Let me review it. I’m confident we’ll move forward
• Call me in three weeks, and I’ll give you a timeframe when we’ll sign the contract
• The data you presented was compelling. We’re going to do something together soon
• I’m unhappy with my current provider, and we’re looking forward to working with you

These are examples of decisions prospective customers might reach, but it’s often just the beginning of a more arduous path to purchase. Actually, following through to completion is the difficult part.

A seller only closes a deal after the prospect buys their product or solution. Not when they decide to make a purchase.?Deciding to do something doesn’t make it happen.

Once a prospective customer decides to buy, that’s when the real work begins. Navigating their change journey—internal and external barriers and roadblocks—is their biggest obstacle and where deals stall and sellers lose sales. However, it’s also where sellers can differentiate themselves and add value to the relationship by focusing on creating a straightforward, compelling, and honest business case for buyers to take action.

The prospective customer’s decision to buy is the first step in the right direction. Next, they have to take?action?and solve their critical issues and problems and purchase their best solution.

P.S.?And, whenever you’re ready, here are two ways I can help you grow your sales business, boost your income, and achieve your dreams and goals.

1.????Register for my FREE Sales Webinar.

Register for my FREE sales webinar on November 30, 2021, and learn how Human Dynamic Selling can help you set more qualified appointments, close more deals faster and at higher margins.?>>Click here to register.

2.???Complimentary Shift Thinking Sales Coaching Call.

Schedule a complimentary call to learn how my Shift Thinking Sales Coaching can help you break through self-limiting thinking, elevate your sales game, boost your earnings and achieve your dreams and goals.?>> Click here to schedule your call.